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1. HomeAllPostsAboutDownloadPDFMediaContactLogin Subscribe Now WhyNegotiation TrainingisBad PostedOctober24,2022 RecentPosts ToBeaCourageousLeader TheTaleoftheTail NiceGuysFinish…WithMore YouHadMeat“Hello” WhyNegotiationTrainingis Bad HasAnyoneEverDoneThis Before? “IDon’tBelieveinWin-Win” During a recent presentation on negotiation, a co-presenter sharedastoryaboutanexecutivehehadworkedwithwho, despiteevidencetothecontrary,claimedtobeagreat negotiator. This executive referenced the negotiation training he had taken… 18 years ago. He had not had any training since, nor had he read any books on negotiation. But he once had “the training”soheclaimedheknewwhathewasdoingandcould notbetolddifferently. Youknowwhenpeoplesay,“Idon’tknowalotaboutthis,butI know just enough to be dangerous”? Well, in negotiations these executives are dangerous, and cost companies millions inlostprofits.(Lookup“Dunning-KrugerEffect.”) This is why negotiation training is bad. Many professionals treathalfadayof discussion onnegotiationconceptsasif it’s aninoculationthatprotectsthemfrommakingbad business decisions. And once they have had “training” they don’t ever taketrainingagain. Recentstudiesshowthatover70%ofCEOs,CFOsandCIOs believe focusing on improving their own negotiation process is necessary to achieving their financial goals. They also show that a company which implements and closes deals using a disciplined negotiation process will improve revenue by as muchas39%andEBITbyatleast3%. To achieve these goals, however, requires more than hiring someonetoexplainanchoring,discuss bodylanguageandtell colorfulnegotiationstoriesforafewhours.Up-skillingan organization’s negotiation acumen is an exercise in business transformation developed and delivered by the company’s leadership:

2. establishaplanwithagoal • articulatethatplanandgoal • executetheplanandprovidetraining • reinforcethetrainingwiththoughtleadershipandpractice • measureoutcomesonthebasisoftheplanandgoal • Deal teams want to do better deals, and welcome training and learning on how they can improve their performance. Helping these teams with education and tools on selling, communicating and negotiating with greater discipline, coupled with an overall strategy on the company’s business philosophy,notonlyimprovesacompany’sfinancial outcomes, it increases employee engagement and reduces costs of attrition. Professionals will always opt to stay at a companywithvisionaryleadershipthatwantstohelppeople growandimprove,andwherethoseimprovedskillsare valued. • Thelackofdisciplineddealmakingskillsiscausingmany companiestoliterallyleavemillionsofdollarsinprofitonthe negotiationtable. Leaderswho takestepstobringchangewill see almost immediate, measurable results that bring a multiple return on investment, greater efficiency and employee engagement, and higher profitability. Negotiation training itself is not bad; but if done on an ad hoc basis instead of as part of a deliberate strategy, the company is leavingemployees“knowingjustenoughtobedangerous.” Previous Post Next Post LeaveaReply Youremailaddresswillnotbepublished.Requiredfieldsare marked* Comment* Name* Email* Website Post Comment SubscribeNow

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